Head of GTS Sales
Job Purpose
The primary objective is to maximise the Bank’s franchise and earnings through the sale of International Cash Management and Trade Finance related products and services. As such, the focus of the role is on gaining “new to DBS” business resulting in incremental income/profit. The role-holder will need to proactively develop to build and ensure sustainable new income streams. He/she will also support the establishment of strong, long term relationships in conjunction with the Relationship Managers based either in London or/and in the regional network. Sales will often be of large, unusual or complex nature involving new or developing products. Additionally the individual will be expected to identify, promote and support business development opportunities cross-border, with an emphasis on DBS’ growth markets. The individual will work closely with other areas of the group to develop joint business development initiatives in order to maximise cross-selling opportunities.
The key job purpose is:
To partner with the Relationship Managers to identify and market Trade and Cash Management services to key clients (existing and target) that represent significant GTS opportunities.
Specific focus on acquiring low cost fungible currency deposits to fund the Asia loan book, and on building the Trade business, particularly the Asia-Europe corridor.
Key Accountabilities
- Deliver revenue goals established for Trade and Cash.
- Partner with the respective GRMs to create overall GTS account plans for all targeted clients, which include the defining of specific growth customer segment targets and wallet sizing.
- Capture low cost fungible currency deposits.
- Manage relationships for the GTS Trade sales desk, includes facilitating the sell down of trade assets.
- Serve as the key GTS link to Asia for all operational, technical, product, and client related business needs. This includes product development (NPA’s), governance, training, marketing, and compliance requirements.
Sales 65%
- Proactively research and create target customer lists for new business in conjunction with relationship teams both locally and regionally. Sell both complex and vanilla Trade and Cash products. Within this identify priority target clients.
- Work with the sales teams to understand segment customer needs and create customised product service propositions.
- Develop cross selling opportunities.
- Attend seminars and client events to promote trade and cash solutions to customers and obtain leads from non-customers.
- Co-ordinate TO and global GTS support/involvement in sales where required.
- Help elevate DBS franchise profile in the domain of GTS.
- Achieve desired targets with respect to Revenues and new customer acquisition. Drive the use of account planning.
- Maintain optimum utilisation of sanctioned facilities for the customer portfolio, and growth of liabilities business.
Support and Advisory 20%
- Ability to articulate transactional and other risks related to the products and markets and work with Business/Support teams and Risk Management Group across various offices/jurisdictions to mitigate risks and increase sales opportunities.
- Knowledge of complicated and frequently changing local foreign exchange regulations which are in force particularly in India, China and Indonesia and which constantly influence cross border trade as regards commodity transactions.
- Full understanding of GTS matters as regards operations and process.
Business Management 15%
- Establish, maintain and develop communication channels with all teams in Singapore and regionally supporting GTS activities.
- Provide input to assist in product development and design of marketing and sales materials founded on an understanding of customer needs.
- Assist with process of monitoring and strengthen risk management and controls across the region through continual refinement of same based on best practices established in other parts of the Bank Group. Include liaison with regional teams on products and providing support.
- Ensure suitable capacity planning mechanisms are in place monitored.
Job Duties Responsibilities
- To make joint marketing calls to existing and new clients, to grow existing cash, custody, and trade relationships and to ramp up utilization of new facilities granted. Work in close alignment with BU RMs in identifying opportunities, expediting new client conversions, limit activations and deepening commodity client relationships and commodity customer experience. Wallet size/ account plan for strategic clients with a view to identifying opportunities. Agree KPIs and budget, and map performance against same.
- To identify prospects for the Cash business, particularly those with potential to place fungible currency deposits with DBS. To grow this business in line with targets and Group priorities.
- Structuring of trade deals, understand and communicate the implications and risk associated with these transactions to the Bank and client, and provide solutions to the complex commercial and business decision which the Relationship Managers will be proposing for approval. Specific attention to be paid to all associated risks including operational, regulatory, legal, fraud, KYC, AML etc.
- Active marketing and calling program and on-going servicing of client’s day to day trade requirements especially in the area of trade advisory regarding International Cross Border issuance of Bankers Guarantees and Export Letters of Credit Confirmation and Negotiation.
- Maintain Sales Pipeline Monthly to report deals in the pipeline in various stages of closure, Report Personal Sales Tracker for update of the top ten deals on a fort nightly basis, and write Call Reports to document each client contact.
- Work closely with GTS and Trade Operations in ensuring seamless transaction execution to the satisfaction of the customer.
- Work in partnership with all product teams for effective cross-selling.
- Keep abreast of competitive environment and maintain frequent liaison with the Product team to ensure the Bank is competitively placed.
- Help establish industry best practices in sales/credit monitoring/operations and client servicing.
- Review/introduce policy/procedure guidelines related to products and practices as necessary.
Experience
- Ideal candidate will carry a minimum of 10 years experience in Transaction banking with the ability to structure deals in both cash and trade. In depth knowledge of International Commodity Trade business and ability to structure commodity trade deals is needed as is strong knowledge of International Trade operations and UCP. In depth knowledge of Cash Management products and the
- Knowledge of the responsibilities of a corporate Treasurer and functions of the CFO’s/Treasurer office is needed.
- A strong track in client calling, account management, and excellent sales skills.
- Strong interpersonal skills and ability to work well across functions in a banking environment.
Education / Preferred Qualifications
University education with evidence of a commitment to ongoing professional and personal growth through continued skills and knowledge building.
Strong related Experience Level.
Core Competencies
Strong Product Knowledge, features and capabilities, regulatory, legal, tax etc.
Strong knowledge of customers’ requirements / expectations and trends / drivers in the market place.
Ability to galvanise marketing segments in IBG to sell GTS products.
Strong selling skills.
Strong marketing skills and able to effectively market product through advertisements, participation in conferences, seminars, development of marketing collaterals.
Leave a Reply
You must be logged in to post a comment.